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The Power of the Question. A Consultative Approach to Sales that Builds Relationships and Earns Business . John Prescott. John Prescott. Asheville, NC KW MAPS Coach BOLD Coach. Please complete an evaluation form found in the back of your program guide. The Power of the Question.

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The power of the question

The Power of the Question

A Consultative Approach to Sales that Builds Relationships and Earns Business

John Prescott


John prescott
John Prescott

  • Asheville, NC

  • KW MAPS Coach

  • BOLD Coach

The Power of the Question


Please complete an evaluation form found in the back of your program guide. The Power of the Question


The power of the question1
The Power of the Question program guide.

  • What holds us back?

  • What’s the big deal?

  • Role of mindset/programming

  • Types of questions

  • The lost art of listening

  • Getting clarity

  • Red flags and alarms

The Power of the Question


What program guide.are your biggest challenges with asking great questions?

The Power of the Question


What s the big deal with questions
What’s the Big Deal with Questions? program guide.

Great questions:

  • Allow you to maintain control of the conversation.

  • Create the vehicle to gather information.

  • Help in getting clarity.

  • Engage others in the discussion.

  • Naturally force the mind to search for answers.

  • Facilitate self-discovery.

  • Flush out objectives.

The Power of the Question


The role of mindset ours and theirs
The Role of Mindset: Ours and Theirs program guide.

  • How does past programming come into play in asking great questions?

  • How can you use experiences to ask great questions?

  • You have to care in order to ask great questions.

The Power of the Question


The role of mindset ours and theirs1
The Role of Mindset: Ours and Theirs program guide.

The Power of the Question


Closed ended question
Closed-ended Question program guide.

  • Yes or no?

The Power of the Question


Open ended questions
Open-ended Questions program guide.

  • Who?

  • What?

  • Where?

  • When?

  • How?

  • Why?

The Power of the Question


A few words go a long way
A few words go a long way … program guide.

  • Use the simple phrases as part of asking great questions.

  • Tell me more about …

  • What does that look like to you …?

  • How does that make you feel …?

  • Has there ever been a time …?

  • What about “x” is important to you …?

The Power of the Question


Logic makes t hem t hink e motion m akes t hem a ct
Logic program guide.makes them think … emotionmakes them act.

-- BOLD Law


Listening is critical
Listening Is Critical program guide.

  • Many times the next question is provided by the answer if one listens closely enough!

The Power of the Question


Listening is critical cont
Listening Is Critical (cont.) program guide.

  • Three Levels of Listening …

  • Level 1: It’s all about us.

  • Level 2: It is all about them.

  • Level 3: We take in not just the conversation … we take in everything!

The Power of the Question


Listening skills master them
Listening Skills—Master Them program guide.

  • Articulating …

  • Clarifying …

  • Being curious …

  • Silence …

The Power of the Question


Ask and then shhhhhhhh
Ask and then … program guide.shhhhhhhh.

Be comfortable with dead air!


Getting clarity of the response
Getting Clarity of the Response program guide.

  • Repeat the answer back to the respondent.

  • Ask follow-up questions.

  • Understand the difference between fact and speculation.

  • Don’t assume … you know what happens!

The Power of the Question


Red flags alarms and whistles
Red Flags, Alarms, and Whistles program guide.

  • When you hear the following you need to ask more questions and get more clarity…

  • I think …

  • Maybe I can …

  • I should …

  • Possibly …

  • I hope …

The Power of the Question


How does behavior impact questions
How program guide.does behavior impact questions?


Tools and tips
Tools and Tips program guide.

  • Take notes when asking questions.

  • Acknowledge their responses.

  • Slow down.

  • Don’t sound like an interrogator.

  • When possible, watch their body language.

  • Be present!


Thank you
Thank You! program guide.

Please complete an evaluation form found in the back of your program guide.

To download a free copy of this presentation, GO TO:

www.familyreunion.kw.com/downloads


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